Channel Manager - Vertiv

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Job Description

The Channel Manager will drive growth for Vertiv through Arrow’s distribution-led go-to-market strategy. This role focuses on partner recruitment, enablement, and pipeline development for Vertiv’s critical infrastructure solutions.

What You'll Be Doing Growing Established Partnerships

• Proactively calls and engages with established partners to grow sales for assigned accounts.
• Rebuilds underpenetrated and neglected partner relationships.
• Sell new suppliers’ solutions to partners.

Developing New Business

• Leverages an internal team of resources to hunt for new software and service opportunities.
• Proactively calls and engages potential new partners to grow sales for assigned accounts.
• Onboards new partners.
• Focuses on growing and developing new business by starting at the end customer and working the opportunities back through our channel partners.
• Proactively calls and engages partners to adopt/buy new supplier offerings.

Partner Engagement

• Conduct outside sales meetings with partners, suppliers, and end customers regularly.
• Position Arrow’s service offerings to sell “with” the Partner community to the end customers. Sometimes, they even sell Advisory Services to the end customer directly.

Vertiv-specific Responsibilities

• Support partner recruitment, onboarding, and activation aligned to Vertiv’s distribution-led GTM strategy.
• Drive early-stage pipeline creation with new partners in the enterprise automation and orchestration space.
• Coordinate Executive-First style engagements alongside Arrow and Vertiv leadership.
• Build and drive successful GTM strategies with partners.
• Identify and recruit net new, and track high propensity partners.
• Act as the main Vertiv subject matter expert and advocate to Arrow internal teams, and partners.
• Support Marketing Initiatives.

What We Are Looking For

• Minimum 2 years of experience working with critical digital infrastructure solutions, essentially support systems (power, cooling, racks) for data centers.
• Understanding of distribution-led partner enablement motions, onboarding, and pipeline development.
• Experience collaborating with software vendor sales teams and supporting joint GTM strategies.
• Ability to articulate Vertiv solution value to partners and help drive early pipeline development.
• Experience orchestrating internal and external resources across both Arrow and vendor ecosystems.
• Experience selling in the IT Sales Channel. Experience with distribution models is required.
• Ability to solve complex problems; takes a new perspective using existing solutions.
• Process-oriented and analytical.
• Strong  proficiency and forecasting accuracy.
• Self-starter, gritty & coachable.
• Strong work ethic and proven track record in a KPI based Sales Model.
• Ability to travel at least 25% of the time.

Work Arrangement

Fully Remote:
Must be able to travel to an Arrow office location as requested by Arrow leadership.

Experience/Education

Typically requires a minimum of 10 years of related experience, a 4-year degree, 8 years, and an advanced degree, or equivalent experience.

What’s In It For You

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive compensation, including a range of plans, and a solid benefits package.

• Medical, Dental, Vision Insurance
• 401k, With Matching Contributions
• Tuition Reimbursement
• Paid Time Off (including sick, holiday, vacation, etc.)
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Growth Opportunities
• Short-Term/Long-Term Disability Insurance
• And more!

This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow.

Annual Hiring Range/Hourly Rate

$ - $

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.

Location

US-CO-Colorado (Remote Employees)

Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company’s request and sole discretion.

Time Type

Full time

Job Category

Sales

EEO Statement

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

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